The Realm of Low Expectations
February 20, 2026
As a startup investor, I've seen many careers develop over the last 20 years and one of the worst patterns I see is: low expectations.
Today, we’re talking about the importance of storytelling in sales.
Customers don’t care about all your product’s bells and whistles. They care about how you’ll solve their problem.
The most compelling way to explain how your product works is in a real-life context. So set the scene and explain how you save time or money, so they will understand the potential impact.
Whenever possible, use a customer’s actual data for a demo, and at a minimum personalize the materials. Don’t leave the customer to imagine how your product will solve their problem — show them.
Best of luck out there.
